Agency Bytes

In episode 117, I sit down with Wanda Allen, international speaker, coach, and author of Follow Up Sales Strategies. With 25 years in the corporate world and a background in business banking, Wanda developed a systemized approach to sales follow-up that now helps business owners and sales professionals increase their close rates.

We dive into the psychology behind why so many people avoid follow-up, the fears that hold them back (hint: it’s not really about time), and how a simple shift in mindset and process can transform your sales pipeline. Wanda shares data-backed insights, actionable tips for improving follow-up cadence, and even debunks myths about being “pushy.” Whether you’re in active outreach or avoiding the phone like the plague, this episode will motivate you to reframe your follow-up game—and pick up the phone with purpose.

We also talk about her book-writing journey, the importance of believing in the value you bring, and a bucket-list dream that has her heading south of the border.

Key Bytes

• 98% of sales don’t happen on the first contact—follow-up is essential.

Chapters

00:01 – Introducing Wanda Allen and the importance of follow-up

Wanda Allen is an international speaker, coach, and corporate trainer. She's also the author of Follow Up Savvy and Follow Up Sales Strategies. Wanda had a 25 year corporate career where she held the position of Senior Vice President for 15 years. She has a strong skill set for developing systems and applied this skill to the follow up process. She's an expert in helping entrepreneurs, business owners, and sales professionals increase pipelines, improve sales performance, and strengthen relationships by developing strong follow up skills.

Contact Wanda on their website, LinkedIn, or Facebook.

In episode 116, I sit down with Clara Stedman and Ben Engvall, founding partners of Palmer Advisors, a boutique M&A firm focused on marketing, media, and tech agencies in the lower to middle market. Clara and Ben break down what agency owners need to understand about selling their business, navigating deal structures, and preparing for acquisition—even if an exit isn’t on the immediate horizon.

We talk about why Palmer was founded, the major shifts in deal terms over the last few years, and why so many agency founders are choosing to stay on post-acquisition. They also share candid insights into common red flags that signal an agency isn’t ready to sell—and what to do about it. We dive into how niching (especially by industry) impacts valuation, what kinds of agencies are in high demand, and how AI and proprietary tools may influence future multiples.

Whether you’re dreaming of an exit, fielding buyer interest, or just want to understand how your agency is valued, this episode pulls back the curtain on the M&A process and what today’s buyers really want.

Key Bytes

• Palmer Advisors focuses on M&A for service-based businesses.

Chapters

00:00 Introduction to Agency Bites

Clara Stedman and Ben Engvall are the founding partners of Palmer Advisors, a boutique M&A advisory firm built specifically for founders of service-based businesses. With a focus on marketing, media, and tech agencies in the lower to middle market (typically $1–10M in EBITDA), Clara and Ben bring a modern, founder-first approach to buying, selling, and valuing businesses. They’ve quickly built a reputation for their strategic deal-making, brutally honest readiness assessments, and commitment to crafting win-win outcomes that align both financial and cultural goals. Clara leads as CEO, bringing a background in corporate retail and fitness, while Ben heads up M&A with a traditional finance foundation. Together, they’re reshaping what agency exits can—and should—look like.

Contact Ben and Clara on LinkedIn or on the Palmer Advisors website.

In episode 115, I sit down with Jason Hennessey, internationally recognized SEO expert and CEO of Hennessey Digital. Jason shares the story of how a single talk at a legal mastermind sparked his first agency, and how he’s since scaled a powerhouse SEO firm serving top-tier law firms. We talk about niching down, the power of building a personal brand, and why delegation was key to scaling without burning out. Jason opens up about leadership, team culture, and how stepping back actually helped his agency grow faster. Plus, we dive into strategies like direct mail, personal outreach, and even outsourcing genius to level up results.

Key Bytes

• Jason Hennessy has been in SEO since 2001 and started his first agency in 2008.

Chapters

00:00 Introduction to Agency Bites and Guest Background

Jason Hennessey is an entrepreneur, internationally recognized SEO expert, author, speaker, podcast host, and business coach. Since 2001, Jason has been reverse-engineering the Google algorithm as a self-taught student and practitioner of SEO and search marketing.

Jason's expertise has fueled the growth and successful sale of multiple businesses, starting with a pioneering dot-com venture in the wedding industry. Serving as the CEO of Hennessey Digital since 2015, Jason's leadership has transformed a modest consultancy into a thriving eight-figure agency, earning a place on the prestigious Inc. 5000 list for five consecutive years. He is also the author of two Amazon bestsellers, titled Law Firm SEO and Honest SEO.

As a sought-after keynote speaker and a frequent guest on podcasts and webinars, Jason shares his wealth of knowledge. He contributes as a columnist to respected publications such as the Washington Post and is a regular contributor to Entrepreneur, Forbes, Inc., Newsweek, and Rolling Stone Magazine. Jason's accomplishments extend to being honored with the Gold TITAN Business Award in the Entrepreneurship, Branding, Advertising, & Marketing category, as well as being recognized as a National Law Review Go-To Thought Leader.

Jason's journey has been enriched by his experience as a United States Air Force veteran and his attainment of a Bachelor of Arts degree in Marketing from the University of Nevada, Las Vegas. Commencing his SEO career in Las Vegas and later establishing a strong presence in the legal industry in Atlanta, Jason now resides in the Los Angeles area with his wife, Bridget, and their three children.

Contact Jason on his personal website, his agency website, Instagram, Twitter, Facebook, LinkedIn, YouTube, TikTok, IMDB, or Muckrack.

In episode 114, I sit down with Courtney De Ronde, CEO of Forge Financial and Management Consulting, to talk about the powerful intersection of financial visibility and leadership growth. Courtney shares her journey from CPA to strategic business advisor, and we dig into her Simple Scale Up System—a framework designed to help agency leaders evolve from scrappy doers to scalable CEOs.

We explore the importance of accurate revenue recognition, the dangers of relying too heavily on gut instincts, and the mindset shifts needed to lead at the next level. Courtney also gets candid about AI’s impact on the accounting industry and why embracing technology is a must—not a maybe. We wrap things up with some rapid-fire questions that reveal the human side of this numbers expert.

Key Bytes

• Courtney De Ronde has over 20 years of experience as a CPA.

Chapters

00:00 Introduction to Agency Bites and Guest Background

Courtney De Ronde is the CEO of Forge Financial & Management Consulting and the creator of the Simple ScaleUp System™. With over 20 years as a CPA and 15 years in business

leadership, Courtney specializes in guiding small businesses from startup to scaleup. She’s an expert in business intelligence, leadership, and corporate finance. We’re thrilled to have her share her insights on how you can achieve your most ambitious goals.

Take our free Business Intelligence Grader to gain visibility within your business.

In episode 113, I sit down with Dr. Jeremy Weisz, co-founder of Rise 25 and host of the Inspired Insider podcast. Jeremy and I talk about how podcasting—when used the right way—can become one of the most effective tools for building real relationships, not just content. He breaks down the Dream 200 strategy for identifying ideal clients, why giving value always beats chasing sales, and how his agency uses both podcasting and strategic gifting to keep top-of-mind with partners and clients. We also dive into how he accidentally became an agency owner, the underrated power of thoughtful gifts, and his take on creating a high-impact referral ecosystem. And yes, we end with some rapid-fire questions—including the surprising mascot he’d pick for his agency.

Key Bytes

• Podcasting is a powerful tool for networking and professional development.

Chapters

00:00 Introduction to Podcasting and Rise 25

Dr. Jeremy Weisz has been featuring top entrepreneurs with video interviews since 2008 that include founders/CEOs of Pixar, P90X, Atari, Einstein Bagels, Mattel, Kettle Chips, RX Bars, Big League Chew, the Orlando Magic, and many more on www.InspiredInsider.com

He runs Rise25, which helps B2B businesses connect to their ‘Dream 200’ clients and referral partners and get ROI, using a podcast. They eliminate 99% of the work and make sure you get ROI. Rise25 is an easy button for you to launch and run your podcast.

Podcasting has been one of the best things I've done both personally and professionally. It's been an amazing tool for connecting with referral partners, strategic partners, clients, and more.

Podcasting is like a "Swiss Army knife" because it is business development, referral marketing, strategic partnerships, lead generation, SEO, content creation, and personal and professional development, all in one.

Contact Dr. Weisz on their website, listen to Inspired Insider, or connect on LinkedIn.

In episode 112 of Agency Bytes, I sit down with Jay Owen, founder of the multimillion-dollar agency Business Builders and the community Agency Builders. Jay started his web design business at just 17 and has spent the last 26 years growing it—intentionally and steadily—into a values-driven company focused on people over ego and sustainable growth over fast wins.

We dive into the long game of agency leadership, building a business that can thrive without you, and the fulfillment that comes from creating jobs that others love. Jay shares how his faith and values guide the way he leads, the role community has played in his journey, and why slow growth might just be the secret weapon nobody talks about. Whether you’re scaling your team, wrestling with niching, or thinking about legacy, this episode is full of wisdom for the road ahead.

Key Bytes

• Jay Owen started his entrepreneurial journey at a young age.

Chapters

00:00 The Entrepreneurial Spirit Begins

Jay Owen started a web design company at 17 years old that has grown to a multi-million dollar agency and still growing 26 years later. He’s the author of Building a Business that Lasts and Host of a Podcast by the same name. Jay founded Agency Builders, a community to help agency leaders grow and scale in a healthy way.

Contact Jay at the Agency Builders Retreat or his AI with Jay website.

In episode 111 of Agency Bytes, I sit down with Corey Quinn—agency growth expert, author of Anyone, Not Everyone, and the guy who helped scale Scorpion from $20M to $150M. We unpack what it really means to specialize as an agency and why empathy might just be your most overlooked growth lever.

Corey shares how moving from generalist to deep specialization can unlock operational efficiency, stronger positioning, and a hell of a lot more revenue. We also dig into outbound sales strategies (including the power of gifting!), how to expand into multiple verticals without becoming a generalist again, and what the future of agency specialization looks like in an AI-driven world.

If you’ve ever worried about niching down “too far,” this conversation will flip that fear on its head.

Key Bytes

• Corey Quinn emphasizes the importance of deep specialization for agency growth.

Chapters

00:00 Introduction to Agency Growth and Specialization

Corey Quinn has over 18 years in the agency space, including as Scorpion's CMO, where he helped grow revenue from $20M to $150M in 6 years. His bestselling book: "Anyone, Not Everyone: a Proven System for Agencies to Escape Founder-Led Sales" has been endorsed by Aaron Ross, John Ruhlin, Dr. Benjamin Hardy, Marcel Petitpas, and many others.

Today, his company helps digital agencies become the go-to choice within a vertical market with his Deep Specialization Methodology.

Contact Corey on his website or LinkedIn.

In episode 110 of Agency Bites, I sit down with the incredibly talented James Barnard, a logo designer and design educator based in Australia. We dive deep into his fascinating journey from the publishing world in the UK to building a thriving freelance design business powered by social media — especially TikTok! James shares how he crafted his pricing strategies, attracts qualified leads, and balances freelance life with family life. We also get into his design process, the value of design education today, and how he's expanded his income streams through courses and brand partnerships. Plus, we wrap things up with a few rapid-fire questions that give a glimpse into James's personal side. You won't want to miss this one!

Key Bytes

• James transitioned to graphic design at 25 after a career in publishing.

Chapters

00:00 Introduction to James Barnard

James Barnard is a logo designer and design educator specializing in creating logos and visual identities with meaning. With over 15 years of experience in the graphic design industry, he began his career in the UK’s publishing sector before transitioning into branding and education.

Passionate about sharing his expertise, James is dedicated to mentoring and inspiring the next generation of designers through his social platforms, where he provides valuable insights, tutorials, and industry knowledge.

Contact James on his website, on Instagram, TikTok, YouTube, or LinkedIn.

In episode 109 of Agency Bytes, I sit down with Tony Wilson, founder of Accquip and a financial powerhouse for agencies who want to stop flying blind. Tony shares his story of stepping out of corporate during the Great Resignation and stepping into his passion—helping agency owners build profitable businesses they actually love running.

We break down Days Till Zero, a simple but powerful metric Tony developed to help agency owners understand exactly how long their cash will last—and how to make smarter, proactive decisions before things get tight. Tony also dives into gross margin benchmarks, how overlooked they are, and why net profit alone doesn’t tell the full story.

Plus, we talk through:

• Red light, yellow light, and green light cash benchmarks every owner should know

• Project-level gross margin mistakes (and how to fix them)

• Why time tracking is about clarity, not micromanagement

• Smart investments vs. sitting on cash

If you’re ready to stop reacting and start running your agency with financial confidence, this one’s for you.

Key Bytes

• Tony Wilson's journey reflects the empowerment of agency owners.

Chapters

00:00 Introduction to Agency Bites and Tony Wilson's Journey

Tony Wilson’s entrepreneurial journey was shaped by three pivotal moments: launching a business with his brother in 2010, witnessing his roommate’s life-changing pivot from carpenter to software developer, and becoming a father—which ignited his drive to lead by example. In 2021, Tony joined “The Great Resignation” to help digital agency owners grow thriving, profitable businesses without sacrificing their well-being. Through Accquip, he is on a mission to empower agency owners to build the businesses they love without going bankrupt in the process.

Contact Tony on his website or LinkedIn.

In episode 108 of Agency Bytes, I sit down with Yael Morris from Decode Insights to dive deep into the psychology behind why customers really buy — and why they don’t. Yael shares her fascinating journey from selling granola bars to becoming a go-to expert for decoding customer motivations through intimate, one-on-one conversations. We explore why traditional focus groups often miss the mark, how true empathy fuels marketing success, and why no AI tool can replace the magic of a real human conversation. If you’ve ever relied on gut feelings to shape your messaging, this one’s a must-listen. Plus, stick around for some rapid-fire questions where Yael shares personal insights, favorite tools, and advice she’d give her younger self.

Key Bytes

• Understanding buyer psychology is crucial for effective marketing.

Chapters

00:00 Understanding Buyer Psychology

Yael Morris from Decode Insights goes deep into buyer psychology to decode the real reasons behind why your customers buy, or don't buy from you. Through 1:1 customer interviews, she uncovers her clients’ customers' real-lived moments of struggle and desired outcomes that led them to purchase, giving a new human-level understanding of exactly what really matters to customers.

Contact Yael on LinkedIn.